Send us Fan Mail

What if the biggest barrier to better donor relationships isn't strategy, but the words fundraisers use every day?

In this episode, Daniel is joined by a 42-year fundraising veteran to explore how the field borrowed sales and marketing vocabulary — terms like "pipeline," "prospect," and "closer" — decades ago, and how that language quietly shapes (and damages) the way donors are treated.

Drawing on the work of Paul Shervish, Jen Shang, Adrian Sargent, and Jim Langley, the conversation reframes major giving as an expression of donor identity and values rather than a transaction to be closed.

They dig into practical ways to make the shift: swapping "prospect" for "a human being you're meeting with," asking discovery questions that actually reveal what matters to a donor, and tracking metrics like consecutive years of giving and meaningful contacts rather than dollars alone. The discussion closes on something rarely talked about in fundraising circles — practitioner burnout — and why fundraisers who see their work as meaningful encounters, rather than quota-driven asks, are the ones who sustain a long-term sense of calling in the profession.

Support the show

📝 If you're reading this and you're in the higher ed, collegiate athletics, or general nonprofit field, I'd love for you to take my survey.

Available for Speaking I'm available for keynotes, leadership retreats, roundtable discussions, and executive panels on fundraising, decision-making, organizational culture, and philanthropic advising. If you're building a lineup for your next event, I'd love to be in that conversation.

→ Reach out at dan@fsgventures.biz or schedule here

If you made it this far, I'd love to schedule time to connect with you.

Schedule time with me

Connect with me on LinkedIn